Sales Representative, Industrial Wood - Fargo, ND

The Sherwin-Williams Company; Cleveland (OH); On-site; USD 45,000 - 90,000; Full time

Job summary

The Sherwin-Williams Company in Cleveland, OH is seeking a Sales Representative to develop wood coating sales in a defined geographic territory. You will secure new accounts while maintaining existing customer accounts and conduct product demonstrations and competitive product comparisons to win market share.

You will manage pre-call planning, document sales calls, and develop a territory market strategy while traveling up to 25% and supporting post-sale relationships with customers.

Qualifications

• Must be eighteen years or older.
• Authorized to work in the United States without sponsorship.
• High school diploma or equivalent required.
• At least one year of coatings experience.
• One year of B2B sales experience.
• Willing to travel up to 25% and pass vision/respirator tests.

Responsibilities

• Achieve or exceed sales budget.
• Increase gallon growth and grow opportunity account sales.
• Collect reliable customer/territory information and estimate potential.
• Conduct product testing and compare to competitors to identify strengths/weaknesses.
• Develop territory strategy and target customers.
• Conduct product demos to support the selling process.
• Provide product/technical information for customer requirements.
• Identify sources of sales leads and follow through on leads.
• Communicate store/Facility strengths/weaknesses to ensure feasible commitments.
• Provide troubleshooting and technical support throughout the sales cycle.

Skills

Territory planning

Customer relationships

Product demonstrations

Competitive analysis

Sales forecasting

Education

High school diploma

Associate degree or higher

Bachelor's degree or higher

Tools

MS Office

Job description

Sales Representatives initiate and manage relationships with customers and serve as the point of contact for the Company. This position will be responsible for developing Wood coating sales in a specific geographic territory. In this position, you will secure new accounts while maintaining existing customer accounts. You will utilize professional selling tools for pre-call planning and documenting sales calls. You'll develop a territory market strategy, as well as conduct product demonstrations and competitive product comparisons.

Additional Details:

• This position requires up to 25% travel
• This position is also eligible for [bonus] [commissions] [long-term incentive compensation awards] based on performance and subject to the terms of the Company's applicable plans.
• Job duties involve contact with customers, which may include minors; and access to cash and other payment methods, electronic equipment, personal information, store merchandise and other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company's customers, staff, employees, vendors, contractors, and the general public.

• Achieve or exceed sales budget.
• Increase gallon growth and grow opportunity account sales.
• Collect reliable customer/territory information and estimate individual customer potential.
• Conduct competitive product testing and comparisons to S-W and identify current competitors' strengths and weaknesses and S-W's competitive advantage.
• Develop a strategy to sell target customers and identify items or product categories that require specific attention in support of this strategy.
• Conduct product demos to support the selling process.
• Access product/technical information to support customers' application requirements.
• Identify sources of sales leads and follow through on leads provided by store/Facility personnel as appropriate.
• Understand servicing store/Facility's strengths and weaknesses and communicate effectively with staff members to ensure that commitments made are within the store's capabilities.
• Provide product troubleshooting, technical guidance, and customer support throughout the sales process and post-sale relationship, with comfortability acting as a technical service representative for the client.

Minimum Requirements:

• Must be at least eighteen (18) years of age
• Must be legally authorized to work in the country of employment without needing sponsorship for employment work visa status now or in the future
• Must have a high school diploma or equivalent
• Must have at least one (1) year coatings experience
• Must have at least one (1) year of "meeting expectations" or better performance appraisals (INTERNAL ONLY)
• Must have at least one (1) year experience in Office Programs (Word, Excel, PowerPoint, Outlook, etc.)
• Must have one (1) or more years business to business sales experience.
• Must be able to travel as required by the position
• Must be able to pass a vision test
• Must be able to pass a respirator fit test
• Must be able to use a laptop or tablet
• Must be able to use a phone
• Must have valid driver's license and ability to drive company vehicle as part of duties if provided with one

Preferred Qualifications:

• Have an Associate's or Trade Degree or higher
• Have a Bachelor's Degree or higher
• Have knowledge of the wood adhesives market
• Have the ability to identify specific IW wood coating technologies